Director of Account Management

Mirakl - Labs; Boston (MA); Hybrid; USD 244,000 - 309,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

401(k) match plan

Commuter benefits

Paid time off

Job summary

Mirakl is seeking a seasoned SaaS Account Manager to lead a high‑performing renewals and expansions team in a hybrid Boston role. You will drive churn reduction, win‑win negotiations, and multi‑product adoption across Mirakl’s diverse client portfolio.

You’ll coach 8+ years of experience in enterprise SaaS, manage a player/coach team, and partner with Sales, Success, Finance, and Legal to optimize risk, forecast accuracy, and revenue growth. This role offers strong OTE and growth opportunities.

Qualifications

• 8+ years of experience in SaaS account management, renewals, customer sales, or related enterprise commercial roles.
• 3+ years of people management experience leading high‑performing account management, renewals, or post‑sales commercial teams.
• Experience coaching teams through complex, multi‑year enterprise renewals and expansion deals.

Responsibilities

• Lead, coach, and develop a team of Account Managers responsible for renewals, upsell, and cross‑sell execution, building a high‑performance culture centered on accountability, collaboration, and customer value while owning team attainment against renewal, expansion, and net revenue retention goals, including managing their own quota in a player/coach role
• Establish the operating cadence, inspection framework, and commercial discipline required to manage a predictable renewals and growth business, including rigorous forecasting, pipeline management, and renewal visibility to ensure leadership has clear insight into upcoming risk and opportunities
• Act as an executive sponsor and escalation point for high‑risk renewals and complex commercial negotiations, supporting your team in developing win‑win strategies that maximize contract value while protecting customer relationships
• Partner with Customer Success, Sales, Finance, Rev Ops, Operations, and Legal to identify commercial risk early, build mitigation plans, reduce churn, and align on account strategies that expand customer adoption across Mirakl’s broader portfolio
• Build repeatable processes, playbooks, and best practices for complex renewals and multi‑product expansion while hiring, onboarding, and mentoring top talent to create clear development paths for future leaders

Skills

People leadership

Renewals management

Forecasting

Negotiation

Cross-functional collaboration

Challenger MEDDPICC

Education

Bachelor's degree

Job description

About Mirakl:

Founded in 2012, Mirakl has been at the forefront of marketplace innovation, empowering every business to compete in the platform economy.

Today, Mirakl’s operating system combines an enterprise marketplace solution (Mirakl Platform) that enables retailers and B2B organizations to launch, scale, and operate marketplaces and dropship, AI-powered multichannel selling (Mirakl Connect), retail media (Mirakl Ads) and an agentic commerce infrastructure (Mirakl Nexus).

With dual headquarters in Boston and Paris, Mirakl helps a global ecosystem of 450+ marketplaces (B2C and B2B) and a network of over 100k third‑party marketplace sellers. Brands like Macy’s, Decathlon, Carrefour, Asos, and Airbus Helicopters use Mirakl to grow their businesses in new and remarkable ways.

For more information, visit www.mirakl.com.

Mirakl in Numbers:

• Founded in 2012 | Member of French Tech Next40
• 750+ employees in 9 offices worldwide: Paris, Barcelona, Bordeaux, Boston, London, Munich, New York, Sydney, Tokyo
• 450+ B2C and B2B clients across 40+ countries (Airbus, Toyota Material Handling, Galeries Lafayette, Carrefour, Decathlon, Maisons du Monde, Leroy Merlin, H&M, Sonepar)
• Series E funding: $555M | Valuation: $3.5B+
• Over 2025, Mirakl was recognized: Great Place to Work US & Built In Best Places to Work – See what life at Mirakl looks like: LinkedIn

Our Values:

Working at Mirakl means accelerating your career alongside ambitious, passionate, and supportive colleagues. We’re proud of the diversity of backgrounds, perspectives, and experiences that make our teams unique.

Our 5 values guide how we collaborate:

• Work Hard Together: Teamwork and collaboration are the foundation of our success
• Get Things Done: We prioritize action and efficiency for impactful results
• Go Above & Beyond: We tackle challenges proactively and always aim for excellence
• Succeed Through Expertise: Knowledge sharing and continuous learning are core to our culture
• Satisfy & Empower Clients: We’re committed to our clients’ success

This is a hybrid role with an expectation of 3 days in our Boston office and 2 work from home day per week.

The Team You’ll Join

You’ll be part of our North America Account Management team led by Nicole Tiberia, SVP, Sales Americas. The team consists of 2 other Account Managers within a larger, robust sales organization with strong global collaboration.

Your Impact

• Lead, coach, and develop a team of Account Managers responsible for renewals, upsell, and cross‑sell execution, building a high‑performance culture centered on accountability, collaboration, and customer value while owning team attainment against renewal, expansion, and net revenue retention goals, including managing their own quota in a player/coach role
• Establish the operating cadence, inspection framework, and commercial discipline required to manage a predictable renewals and growth business, including rigorous forecasting, pipeline management, and renewal visibility to ensure leadership has clear insight into upcoming risk and opportunities
• Act as an executive sponsor and escalation point for high‑risk renewals and complex commercial negotiations, supporting your team in developing win‑win strategies that maximize contract value while protecting customer relationships
• Partner with Customer Success, Sales, Finance, Rev Ops, Operations, and Legal to identify commercial risk early, build mitigation plans, reduce churn, and align on account strategies that expand customer adoption across Mirakl’s broader portfolio
• Build repeatable processes, playbooks, and best practices for complex renewals and multi‑product expansion while hiring, onboarding, and mentoring top talent to create clear development paths for future leaders

What You’ll Bring to the Role

Experience:

• 8+ years of experience in SaaS account management, renewals, customer sales, or related enterprise commercial roles
• 3+ years of people management experience leading high‑performing account management, renewals, or post‑sales commercial teams
• Demonstrated success managing and coaching teams through complex, multi‑year enterprise renewals and expansion deals
• Strong track record of achieving or exceeding retention, upsell, cross‑sell, and net revenue goals
• Bachelor’s degree required

Skills:

• Negotiating value‑based commercial agreements with CXO‑level stakeholders
• Navigating complex customer organizations and aligning cross‑functional teams
• Financial, operational, and analytical acumen with the ability to use data to drive decisions
• Coaching and developing talent across different performance levels
• Ability to manage a player/ coach role
• Executive presence and communication to influence internally and externally
• Proficient in MEDDPICC and Challenger methodology

Below you will find the reasonably estimated annual On‑Target Earnings (OTE) range for this role. OTE reflects total target compensation, reflective of base salary and variable compensation (e.g., commission or bonus). Your starting compensation within this range will be based on your relevant skills, experience, and education, with any future adjustments informed by role scope, performance, and internal pay equity. In addition, Mirakl offers a wide range of competitive benefits including health, dental, 401(k) match plan, commuter, and PTO. Find out more about our benefits here.

• health
• dental
• 401(k) match plan
• commuter
• PTO

OTE Pay Range

$243,750—$308,750 USD

We welcome collaborators with their diverse perspectives and experiences to power us forward. These often far exceed conventional job requirements and help us create a culture of continuous learning. If you’re ready to join a global leader powering digital transformation for 450+ of the world’s most innovative retailers and B2B organizations.

As part of our recruitment process, Mirakl processes your personal data to review and manage your application and, where appropriate, to consider your profile for future opportunities. You can exercise your data protection rights at any time, and as further detailed in our policies. For more information about how we process your personal data and your rights, please consult our Recruitment Privacy Notice, here in English and here in French.

We may use Artificial Intelligence (AI) solutions to help streamline our hiring process, including screening applications, analyzing resumes, and assessing responses. While AI helps us work efficiently, all final hiring decisions are made by humans. For more information, visit our AI Guidelines for Candidates and Interviews.